Virtual Assistants: The 30-Person Team Running 260+ Deals

Building a virtual team that actually works

In this episode, I sit down with Bob Lachance from Riva Global to decode exactly how he built a 30-person virtual assistant team that helps him close over 260 real estate transactions. This isn't theory, this is a real investor showing you his exact playbook for scaling without burning out. If you've ever felt overwhelmed trying to do everything yourself in your real estate business, this conversation will completely change how you think about building teams.

Inside bob's massive VA operation

Bob breaks down his entire team structure with stunning clarity. Twenty-two virtual assistants focus exclusively on lead generation through calling, texting, and managing inbound leads. Three handle all marketing and branding content. Two support the acquisition team with paperwork and coordination. One manages disposition and marketing properties to buyers. Two assist transaction coordinators with closing tasks. The precision of this structure is what allows Bob to operate across multiple states including Connecticut, Pennsylvania, and Massachusetts while maintaining consistent deal flow.

The marketing strategy that generates consistent deals

When I pressed Bob on what's actually working right now in late 2025, he didn't hesitate. Fifty percent of his marketing budget goes to direct mail, twenty percent to pay-per-click advertising, and the remainder split between calling and texting. But here's the surprising insight: while direct mail gets the biggest budget allocation, calling direct to seller delivers the highest return on investment. The challenge is that calling requires fifteen touchpoints on average to get a deal under contract, up from seven just a few years ago. This is exactly why outsourcing this function to trained virtual assistants makes financial sense.

Why your VAS should never be closers

This might be the most valuable insight from our entire conversation. Bob emphasizes repeatedly that virtual assistants should generate leads and identify motivated sellers, not close deals. The cultural differences and communication nuances make closing extremely difficult for offshore team members. Instead, use VAs to handle the volume work of follow-up, texting campaigns, and initial qualification. Then have US-based closers or yourself handle the actual negotiations and contract signing. This division of labor maximizes both efficiency and conversion rates.

This conversation delivers actionable frameworks for building a real estate business that doesn't consume your entire life. Whether you're wholesaling single-family homes, investing in commercial properties, or building a rental portfolio, the virtual assistant model Bob demonstrates can transform your operations and profitability.

Want to learn more about our guest? Connect here: revaglobal.com